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Portfolio - Table of Contents
Newsletter
Blog Articles
Guest Posts
Website Copy
Sales Page
Case Study
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Newsletter
Client: NewPath Consulting Industry: IT
View the entire newsletter here: http://goo.gl/5zDPpH
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Blog Articles
Client: NewPath Consulting Industry: IT
TheFiveLoveLanguagesForSmallBusinessesWehavefalleninlovewiththebookTheFiveLoveLanguagesofChildrenbyGaryChapman,PhDandRossCampbell,MD.Thebookdescribes5languagesthathelpanyparentorguardianguideandrespondtochildrensneedsinanappropriateway.Thebookalsosuggeststhatchildrenhaveaprimarylovelanguagethattheyrespondtobest.Theseuniversallovelanguagesareversatileandcanbeappliedtoyourcustomersandsmallbusinessesingeneral.Surprisingly,Dr.Chapmanhasnotwrittenabookapplicabletosmallbusinesses,butheshould!
Startingasmallbusinesscanbedifficultandchallengingatfirst.Understandingthefundamentalsofgoodbusinessandinteractingwellwithprospectsandcustomersarekeyforlongtermsuccess.Whetheryouarerunningasmallfamilyownedgrocerystoreoramajorcorporation,anybusinesscanlearnandpracticethesefivelovelanguages.
1.Thefirstlanguageistouch.Weinterpretthislanguageasbeingabletotouchyourcustomers.Itmeans:toknowwhatyourcustomersneed,youmustfirstgettoknowthemonapersonallevel,ifpossible.
Youcandothisbyphone,Skypeorafacetofacemeeting.Whataretheirchallengesandissues?Whatsortofindividualarethey?Onceyoustrivetounderstandthembetter,youcanstarttoimaginehowreceptivetheyaretothelanguageoftouch.
2.Thisbringsustothesecondlanguage,wordsmatter.Knowinghowtoapproachandtalktoyourclientswillsharpenyourinterpersonalcommunicationskills.Havingalotofinteractionwithvariouspersonalitiesandopinionswillopen
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upnewdoorsofopportunity.
Whenyoucommunicatewithyourprospectsandcustomers,wordsofaffirmationareimportant.Especiallyindifficultsituations,youmustkeeptheconversationpositiveandconstructive.Usewordssuchas...andratherthan...butinconversations.Andofcourse,donttakesmallsuccessesforgranted.Customersarepeopleandtheylikepositiveaffirmation.Challengesandissueswilloccurinevitablywhenworkingtogether,sokeepinglanguagepositiveandconstructiveiskeytobuildingastrongrelationship.Negativeverbalorwritteninteractionscansettherelationshipbackimmeasurably.
3.Thethirdlanguageisqualitytime.Makesuretotaketimetohavestrategicconversationswithyourcustomers.Itisimportanttonottakeforgrantedtheirongoingchallengesandconcerns.Takethetimetoschedulemeetingsonaregularbasistounderstandwhereyourrelationshipstands.Thisisalsoanopportunitytofortifytherelationship.
Pleasemakespendingqualitytimesomethingyouandyourcustomerslookforwardto,andnotasachore.Youcanstarttounderstandhowyourcustomersthink,whatmotivatesthemanddrivestheirambitions.
Withqualitytimeyourcustomerswilllearnaboutyourbusinessaswell.Themoretheyknowaboutyourplans,themoretheycanhelpyousucceed.Thenexttwolanguagescanbespokenbyyourcustomersinreturnforqualitytime.
4.Thefourthlanguageistheactofgivinggifts.Whenyougettoknowyourcustomers,therewillbeapointwheregiftgivingcanhelptostrengthenyourbond.Youshouldnotgivegiftsjustbecauseyouhaveto,asthesecanbeseenasnotgenuine,oratworseasbribes.
Givinggiftsissomethingthatrequiresyoutoknowyourcustomersfairlywell.Youwillneedtoknowtheirinterestsandhobbies,iftheyhaveany.Whenbuyingagiftforsomeoneforthefirsttime,werecommendthatyoudonotbuyanythingtooexpensiveorextravagant.Thiswillgiveoffsignalsofdesperationandcomeoffastryingtoohardtoimpress.Feelfreetoexploreyouroptionsandchoosethegiftthatyoufeelcomfortablewith.
Giftsontheirownwithouttheaccompanimentofanotherlovelanguageusuallytakesontheappearanceofabribe.Thisisnottheintentatall,soyoushouldcombinegiftswithatleastoneotherlanguage.Giftsarenotalwaysphysicalobjectsandcanbeabstractandcostnothingatall.
5.Thefifthandfinallanguageisprofessionalactsofservice.Thisisthe
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culminationofallotherlanguagesintheworldofbusiness.Providingconsistentandhonestservicetoyourcustomerswillbringincontinuousbusiness.
Youmustalsoknowhowtohandledifficultcustomersaswellwithactsofservice.Trainingandteachingbestpracticesisanactofservice.Helpingyourcustomerslearncollaborationandprioritizationskillsisalsoanactofservice.Actsofservicecanalsoprovehelpfulwhenthereismiscommunicationorwhenissuesarise.Usuallyactsofservicetaketheformofgoingaboveandbeyond.Whenanissueoccurs,insteadoftalkingaboutit,sometimesitisbesttoperformanactofservice.
Insituationswhenthereisnowaytosolveanissue,theultimateactofserviceistoseparateyourbusinessrelationship.Believeitornot,sometimesyourbusinessandcustomerdonothaveafit,andthebestactofserviceistogoyourseparateways.
Howyouchoosetoactaroundyourcustomerswilldeterminetheirresponses.Ultimately,itisuptoyoutodecidehowtotreatyourcustomers.Youmayfindapreferredlovelanguageforacustomeranditiswisetospeakthatlanguagewiththemduringyourrelationship.
Theselanguagesareguidelinesforbusinessownersandfortheircustomers.Whenyouunderstand,caninterpretandpracticetheselanguages,yourcustomersshouldreactinapositivemanner.Torecap:
Makesuretoknowwhereyourcustomersarecomingfrom.Useapersonaltouch.
Knowhowtoapproachandengageyourcustomersverballyandinwriting.Usewordsofaffirmation.
Spendqualitytimewithyourcustomersandgettoknowthemonadeeperlevel.
Remembertogiveanappropriategifttoremindyourcustomersyoucare,especiallywhenyouknowthemwell.
Doactsofserviceespeciallyindifficultsituations.Insteadoftalking,actwithserviceinmind.
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Talks Security
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Guest Posts (on Popular Industry Blogs)
Client: NewPath Consulting Industry: IT
The following article was written for Formstack and published
at: http://goo.gl/o2N2tz
HowtoCommunicateBetterwithYourSalesTeamSalesiseveryCEOsbusiness.Therestremendousunusedvaluewithineverysalesteam,waitingtoberealized,broughttothelightandputtoverygooduse.ThispostwillshowhoweveryCEO,manager,andsalesdirectorcanharnessthewisdomoftheirsalespeople,thosethatareinclosetouchwiththeactualusersoftheproduct,andincreasesalesinnotime.WellbeusingaFormstackformthatyoucangrabandstartusingimmediatelytogainsomevaluableinsight.
SalespeopleareyourtreasuretroveSalespeoplearethefrontlinefolksfortakingyourgoods(productsandservices)tothefield.Theyshowhowyourproductorservicesolvesyourprospectsproblem(s),listeningtobothreasonableandunreasonableobjections.And,mostimportantly,salespeoplemustmakethesale.Inthatprocesstheylearnalotabouttheirclientsandprospects,aboutotherproblemstheyhave,whatobjectionsreallymean,otherwaystopositiontheproduct,userfeedback,buyerpsychology,etc.Smartsalespeopleregisterthisinformationallthetime,andputittogooduseinfuturesituations.Canyouimaginehowvaluableyoursalesforcewouldbeifallofthemareareequallyeffectiveasyourtopones?
SalespeoplewanttobehelpedMostsalespositionshaveasignificantpayforperformancecomponent.Itisahugeperformancemotivator.Somesalespeopleexceedtheirtargets,somemeettheirtargets,andsomeareunderperformers.Eachoneofthemwantstoperformwellinfrontofapotentialcustomertheywanttobeabletobeconfident,answeralloftheirquestions,berelaxedandwinthesale.Thatsadreamformostpeople.Itisboththeorganizationsresponsibilityandthesuperperformerstohelptheunderachievers,andthencollectivelyimprovetheorganizationsperformance.
Letsseehowtoclosethisgapnext.
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NoteverysuperperformersharestheirideasfreelyThoughitisintheorganizationsbestinterestforsuperperformerstosharetheirsecrets,winningscriptsandprovenclosingstrategies,noteveryonewillbewillingtodoso.Itispossibleforsomesystematicknowledgetransferfromonegrouptotheother.Itisthesalesmanagersjobtofindoutwhatworksandmaximizeandmultiplyit.Usethesuperperformerstogatherideasforcasestudies,testimonials,bestpracticeguidesandotherthingsthatwillhelptheentiresalesforce.
Youmayaddsomeincentivestomakethewholeprocessfun,motivatingandengaging.Youcanconsidertitlechangesforthesuperperformers(ex.SalesMaven,SalesWarrior,Supercloser).
ApremadeformtohelpstartthesharingYouneedtogiveyoursalespeopleasafewaytosharetheirvaluableideasandinsights.Wehavecreatedanonlineformthatwillhelpyoudoitwell.Feelfreetoadaptittoyourspecificsituation.
Whattacticshelpmotivateyoursalesteam?Howdidyouencourageastrugglingsalespersontoclosemoredeals?Letusknowinthecommentsbelow.
AbouttheAuthorAlexSirota(@alexsirota),FounderandDirectorofNewPathConsulting,helpssmallbusinesseswithzerotominimalsoftwareexperiencekeeptheirtechnologyexpenseslow,markettheirbusinessesbetter,launchtheirbusinessfasterandturnprofitssooner.Hehasmorethan20yearsofexperienceworkingwithsmallbusinessesandcanhelpsolveyourtechnologyandmarketingchallenges.
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More Samples Why Arent Your Prospects Buying From You? How
Formstack Has Changed the Internet for our Clients
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Website Copy
Client: Clean Solutions Industry: Facility services
View the entire website copy here: http://goo.gl/Om5xCB
More Samples 5R Logo VR Modern Promoters
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Sales Page
Client: Tim Forrest Consulting Industry: Food Marketing
View the entire sales page here: http://goo.gl/v8CitH
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Case Study
Client: Tim Forrest Consulting Industry: Food Marketing
View the entire sales page here: http://goo.gl/ezDdEX
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